Quizz

Topics: Changes and Challenges in Consumer Behavior, Consumer Motivation and
Consumer Personality
1. Which of the following are applications of consumer behavior?
marketing strategy, regulatory polic, informed individuals
2.Customer value is
Bthe difference between all the benefits derived from a total product and all the costs of
) securing those benefits.
Shoppers who care about mall essentials and brand-name merchandise are known as
________ shoppers
A)
destination
Which of the following is NOT part of the model of marketing strategy and consumer
behavior presented in the text?
cash flow analysis
Selecting a target market involves all of the following steps EXCEPT
E
all of the above are involved.
)
An inner force that stimulates and compels a behavioral response and provides direction to
that response is
a motive
The tendency of many consumers to discount claims made by advertising messages can be
explained in part by
C)
attribution theory.
A consumer who buys a product because a close friend bought one may be fulfilling _____
motivation
D)
modeling
A consumer who buys a Mercedes-Benz because she feels it communicates her image to others is
satisfying a need for _______.
B
)expression
When communicating brand personality, executional factors go beyond the core message to
include "how" it is communicated using ______.
E
)all of the above
The essence of emotion is
A
)the subjective feelings generated.
An enduring organization of motivational, emotional, perceptual, and cognitive processes with

respect to some aspect of an individual's environment is
C)
an attitude.
Which of the following is NOT considered to be a component of an attitude?
A
)perceptual component.
Marketers sometimes use a _____ to measure the affective attitude component.

A
)verbal scale
The _____ holds that low involvement results in a "peripheral route" to attitude change in which
consumers form impressions based on readily available cues.
D)
elaboration likelihood model
Which of the following is an individual factor that can influence attitude change?
D)
Gender
Emotional ads may enhance persuasion by increasing _____.

E
)all of the above
The behavior that consumers use to search for, purchase, use, evaluate, and dispose of products is
known as:
consumer behavior.
What type of consumer buys goods for his own use or for the use of his household?
Personal consumer
Another term for a personal consumer is:
end user
Which stage of consumer behavior stressed the selling of products that the manufacturing
department wanted to produce?
Sales orientation
When a market is divided into subsets by age groupings, what is this called:
Market segmentation
When a company attempts to create an "image" of its product in the mind of consumers relative to
other similar competitive products, this is called:
positioning.
In terms of customer value, all of the following are examples of resources used to obtain benefits
EXCEPT:
functional benefit.
The driving force within a manager that impels that manager to take some action is called:
motivation.
Your
Answer:
Needs such as physiological, food, water, air, clothing, and shelter are what type of needs?
Innate needs
Correct
Answer:
When a manager has a goal toward which her behavior is engaged trying to accomplish that goal,
what type of object is involved?
Approach object
Your
Answer:
What type of needs involve the need for food, the need for water, and the need to avoid cold?
Physiological needs
Your
Answer:
What type of goal is selected when the consumer decides on the brand based on objective criteria
(e.g. price, weight, size) to select a purchase object?
Rational
Correct
Answer:
A consumer who sees a 20-ounce bottle of Pepsi in a cooler at the checkout counter at a
supermarket and who purchases this product is making a decision based on:
stimulus-response theory.
Which psychologist developed a detailed list of psychogenic needs?
Henry Murray
Correct
Answer:
What type of need is involved when a manager tries to have great control over every detail of his
subordinates' work plans?
Need for power
Your
Answer:
An individual's inner psychological characteristics that determine how that person responds to his
environment are known as:
personality.
Correct
Answer:
All of the following are components of Freud's psychoanalytic theory of personality EXCEPT:
self-actualization
Your
Answer:
All of the following are examples of Karen Horney's personality groups EXCEPT:
superego.
Correct
Answer:
In Karen Horney's personality groups, which group focuses on people who desire to excel and to
win admiration from others?
Aggressive
Your
Answer:
In Karen Horney's personality groups, all of the following are characteristics of the detached group
EXCEPT:
the desire to be loved.
Correct
Answer:
In trait theory, the degree of receptiveness a consumer feels toward "new experiences" is called:
consumer innovativeness.
Correct
Answer:
Which personality-driven trait refers to a consumer's switching brands in order to experience a
possible better alternative brand?
Exploratory purchase behavior

Correct
Answer:
Which cognitive personality attribute refers to consumers who prefer verbal information about new
products to visual information?
Verbalizers
Your
Answer:
When marketers target consumers by stressing a theme such as: "Made in America," what type of
consumer is being targeted?
Erhnocentric consumer
Correct
Answer:
What type of a consumer's self-image refers to how consumers see themselves factually?
Actual self-image
Correct
Answer:
Multiple Choice Questions
1. One factor motivating U.K. travelers is status. Which of Maslow's needs is

this most related to?
A) physiological
B) safety
C) belongingness
D) esteem
E) self-actualization
Answer: D Page: 364-365 Difficulty: hard
2. One factor motivating U.K. travelers is learning. Which of Maslow's needs

is this most related to?
A) physiological
B) safety
C) belongingness
D) esteem
Answer: E Page: 364-365 Difficulty: hard
3. The energizing force that activates behavior and provides purpose and
direction to that behavior is known as _____.
A) motivation
B) personality
C) emotion
D) perception
E) needs
Answer: A Page: 364 Difficulty: moderate
4. Which of the following reflects the relatively stable behavioral tendencies

that individuals display across a variety of situations?
A) motivation
B) personality
C) emotion
D) perception
E) needs
Answer: B Page: 364 Difficulty: moderate
5. Strong, relatively uncontrollable feelings that affect our behavior are

known as _____.
A) motivations
B) personality
C) emotions
D) perceptions
E) needs
Answer: C Page: 364 Difficulty: moderate
6. Which construct represents an unobservable inner force that stimulates

and compels a behavioral response and provides specific direction to that
response?
A) motive
B) personality
C) emotion
D) perception
E) feeling
7. Kelly is hungry, and this inner force is making him search for the type of
food he wants to eat. He decides that an Arby's roast beef sandwich will
satisfy his hunger. This inner force that is compelling him to search for
food is known as a(n) _____.
A) motive
B) personality trait
C) emotion
D) perception
E) feeling
8. Which term is often used interchangeably with the term motivation?

A) personality
B) emotion
C) need
D) perception
E) feeling
9. Maslow's hierarchy of needs is based on which premise?

A) All humans acquire a similar set of motives through genetic
endowment and social interaction.
B) Some motives are more basic or critical than others.
C) The more basic motives must be satisfied to a minimum level before
other motives are activated.
D) As the basic motives become satisfied, more advanced motives come
into play.
E) all of the above
Answer: E Page: 364-365 Difficulty: easy
10. Maslow's hierarchy of needs includes all EXCEPT which of the following?
A) cognition
B) physiological
C) safety
D) belongingness
E) esteem
11. In Maslow's hierarchy of needs, food, water, sleep, and to an extent, sex,
are considered _____ motives.
A) safety
B) self-actualization
C) physiological
D) belongingness
E) esteem
Answer: C Page: 365 Difficulty: easy
12. Many victims of hurricane Katrina were left without their homes, food, and
water--basic necessities for living. Based on Maslow's hierarchy of needs,
which motives were activated for these individuals?
A) security
C) physiological
D) belongingness
E) esteem
13. Smoke detectors, preventive medicines, insurance, retirement

investments, seat belts, burglar alarms, and sunscreen are all examples of
products to satisfy consumers' _____ needs.
A) safety
C) physiological
D) belongingness
E) esteem
Answer: A Page: 365 Difficulty: easy
14. Which need in Maslow's hierarchy reflects a desire for love, friendship,
affiliation, and group acceptance?
A) safety
C) physiological
D) belongingness
E) esteem
Answer: D Page: 365 Difficulty: easy
15. Which of Maslow's needs reflects individuals' desires for status,

superiority, self-respect, and prestige?
A) safety
C) physiological
D) belongingness
E) esteem
Answer: E Page: 365 Difficulty: easy
16. Which of Maslow's needs involves the desire for self-fulfillment, to become
all that one is capable of becoming?
A) safety
C) physiological
D) belongingness
E) esteem
Answer: B Page: 365 Difficulty: easy
17. For years, the U.S. Army ran an advertising campaign with the tagline, Be
all you can be. To which of Maslow's needs is this appealing?
A) safety
C) physiological
D) belongingness
E) esteem
18. In McGuire's classification of motives, which ones focus on the person's

need for being adaptively oriented toward the environment and achieving
a sense of meaning?
A) affective
B) preservation
C) growth
D) cognitive
Answer: D Page: 366 Difficulty: moderate
19. _____ motives deal with the need to reach satisfying feeling states and to
obtain personal goals.
A) Cognitive
B) Affective
C) Preservation-oriented
D) Advancement-oriented
E) Safety-oriented
20. ____ motives emphasize the individual as striving to maintain equilibrium.

A) Cognitive
B) Affective
D) Growth
E) Leveling
21. Which motives emphasize development?

A) cognitive
B) affective
C) preservation-oriented
D) growth
E) advancement
22. Which of the following is NOT used to classify McGuire's psychological

motives?
A) Is the mode of motivation cognitive or affective?
B) Is the motive focused on preservation of the status quo or on growth?
C) Is this behavior actively initiated or in response to the environment?
D) Is the outcome of the behavior temporary or permanent?
E) Does this behavior help the individual achieve a new internal or a new
external relationship to the environment?
23. Which of the following is a type of cognitive preservation motive?

A) need for tension reduction
B) teleological need
C) need for objectification
D) need for stimulation
E) need for ego defense
24. Which set of motives deals with our need to determine who or what
causes the things that happen to us?
A) need for consistency
B) need for attribution
C) need to categorize
D) need for objectification
E) need for autonomy
25. The tendency of many consumers to discount claims made by sales

people and ads is related to the need _____.
A) for ego defense
B) for focus
C) for assertion
D) to attribute causation
E) none of the above

people can be explained in part by _____.
A) contrast theory
B) assimilation theory
C) classical conditioning
D) attribution theory
27. A consumer's tendency to initially react to a new product as though it were

the same as similar existing products is most likely to be based on a need
_____.
A) for modeling
B) for assertion
C) for consistency
D) to categorize
28. Adam was working on a term paper and was exposed to so much
information that he devised a classification system to organize the
different sources of information he was using. This reflects which
cognitive preservation motive?
29. Which motives reflect needs for observable cues or symbols that enable
people to infer what they feel and know?
30. Elizabeth is 15 years old and is asking her parents for more freedom. She
wants to make more of the decisions that affect her, such as the clothes
she wears, how late she can stay out, and what school she attends. This is
an example of Elizabeth's need for _____.
A) objectification
B) ego defense
C) expression
D) autonomy
E) assertion
31. An advertisement theme of do your own thing is most likely to be based

on a need for _____.
A) affiliation
B) modeling
C) consistency
D) independence
32. A substantial amount of brand switching when the current brand is

satisfactory may be explained by the _____ motive.
A) expression
B) reinforcement
C) stimulation
D) affiliation
33. Karen went to a movie and was disappointed because the main character
died. She prefers happy endings to movies, and this one really put her in
a bad mood for the rest of the day. This movie was in contrast with which
need of Karen's?
A) need for stimulation
C) utilitarian need
D) need for tension reduction
E) need for objectification
Answer: B Page: 369 Difficulty: hard
34. Theories based on which need view the consumer as a problem solver who
approaches situations as opportunities to acquire useful information or
new skills?
A) teleological need
B) need for tension reduction
C) utilitarian need
D) need for autonomy
E) need for identification
35. Stephanie is a working mother of two children. She has a stressful job, so
she makes a point of walking two miles on her treadmill each day to help
her unwind. By doing this, Stephanie is satisfying her _____.
A) need for attribution
B) need for autonomy
C) need for tension reduction
D) need for reinforcement
E) need for modeling
Answer: C Page: 369-370 Difficulty: easy
36. A consumer who purchases a certain style of clothes to establish and

reinforce a unique identity is most likely fulfilling a need for _____.
A) ego-defense
B) affiliation
C) modeling
D) expression
E) cues
37. Shelby wears Tommy Hilfiger clothing and drives an expensive automobile.
He likes these types of brands because he feels they communicate his
image to others. These brands are satisfying Shelby's _____.
E) need for expression
Answer: E Page: 370 Difficulty: moderate
38. Which need is activated when one's identity is threatened, motivating the
person to protect his or her self-concept and utilize defensive behaviors
and attitudes?
A) need for cognition
B) need for expression
C) need for reinforcement
D) need for ego defense
E) need for identity preservation
39. Consumers who purchase only popular brands because of insecurity, are
most likely influenced by the _____ motive.
A) causation
B) assertion
C) consistency
D) ego-defense
40. A consumer's need for reinforcement is _____.

A) active and internal
B) active and external
C) passive and internal
D) passive and external
E) active and passive
41. Consumers who actively complain when a product is not satisfactory are
probably fulfilling _____ need.
A) a modeling
B) a consistency
C) an affiliation
D) an assertion
E) attribution of causality
42. An advertising theme such as Serve Pepsi to your friends, they'll love you
for it is most likely based on _____ motivation.
A) tension reduction
B) affiliation
C) modeling
D) expression
43. Kevin is shy and doesn't really like to be around others. Most of the others
from his high school that went to the same college he did got involved in
student organizations, such as fraternities and sororities, business
organizations, and religious groups, but Kevin didn't join anything. Kevin
has a low need for _____.
A) categorization
B) consistency
C) autonomy
D) affiliation
E) modeling
44. Which need results in the consumer playing various roles and gaining
pleasure from adding new, satisfying roles and by increasing the
significance of roles already adopted?
B) need for identification
C) need or objectification
D) teleological need
45. A consumer who buys a product because a close friend bought one may
be fulfilling a _____ motivation.
A) modeling
B) independence
C) causation
D) ego-defense
46. The willingness to buy a particular product or service is known as _____.

A) a need
B) a want
C) demand
D) motivation
E) an attitude
47. Motives that are known and freely admitted are called _____.
A) manifest motives
B) latent motives
C) objective motives
D) acceptable motives
E) primary motives
48. When asked why he bought a specific automobile, Jeremy replied that is
has good gas mileage, is rated one the best cars in terms of safety, and
was in a moderate price range. These reasons reflect Jeremy's _____
motives.
A) latent
B) manifest
C) acceptable
D) primary
E) identifiable
49. Motives that are either unknown to the consumer or are such that he or
she is reluctant to admit them are referred to as _____ motives.
A) manifest
B) hidden
C) secondary
D) latent
E) unacceptable
50. James begged his mother to buy him some high-top Converse shoes.
When asked why he wanted these shoes, he said that he wanted them
because they are comfortable. He really wanted them because his two
best friends have them, and if he had them, he would be considered
cool, but he didn't want to tell his mother that. Wanting to appear
cool to his friends represents which type of motive?
A) manifest
B) hidden
C) secondary
D) latent
E) social
51. Which of the following is(are) designed to provide information on latent

motives?
A) perceptual mapping
B) regression analysis
C) projective techniques
D) conjoint analysis
E) multivariate analyses
52. Which of the following is a motivation research technique?

A) story completion
B) picture response
C) analysis and use
D) word association
E) all of the above
53. Raymond is conducting motivation research. He gives consumers a list of

words, and they are asked to respond to the list with the first word that
comes to mind. This is an example of _____.
A) analysis and use
B) a construction technique
C) an association technique
D) story completion
E) a third-person technique
54. Which of the following is NOT a construction technique of motivate

research?
A) cartoon techniques
B) analysis and use
C) story completion
D) picture response
E) third-person techniques
55. One motivation research technique known as the cartoon technique has
consumers fill in the words or thoughts of one of the characters in a
cartoon drawing. Which type of technique is this?
A) association technique
B) completion technique
C) construction technique
D) third-person technique
E) animated technique
56. Nicholas is examining consumers' responses for themes and key concepts,
which is referred to as content analysis. Which type of motivation
research technique is Nicholas using?
A) word association
B) analysis and use
C) picture response
D) story completion
E) successive word association
57. Angie was participating in a market research study. The researcher gave
her a shopping list and asked Angie to describe the type of person who
would go shopping with this list. This is an example of which motivation
research technique?
A) word association
B) story completion
C) picture response
D) analysis and use
E) third-person technique
58. One type of motivation research involves showing consumers a product or

brand and asking them to name all the benefits that possession or use of
that product might provide. Then for each benefit mentioned, the
respondent is asked to identify further benefits that the named benefit
provides, and this is repeated for each round of benefits until the
consumer can no longer identify additional benefits. This technique is
known as _____.
A) laddering
B) probing
C) questioning
D) third-party techniques
E) story completion
59. Which of the following is a hedonic shopping motive related to McGuire's

typology?
A) adventure shopping
B) social shopping
C) gratification shopping
D) idea shopping
E) all of the above
60. When asked why she likes to shop, Melanie replied that it relaxes her, and
she looks at is as a personal reward. This is an example of which hedonic
shopping motive?
B) social shopping
D) value shopping
E) role shopping
61. In which type of motivational conflict must a consumer choose between

two attractive alternatives?
A) approach-approach
B) positive-positive
C) win-win
D) avoidance-avoidance
E) primary-primary
62. Nikki likes to attend the movies, but she is concerned with how expensive
ticket prices are getting and the cost of concessions. She wants to have
fun, but she also knows that she needs to save money for college. Which
type of motivational conflict is Nikki experiencing?
B) approach-avoidance
C) avoidance-avoidance
D) acceptable-unacceptable
E) unacceptable-acceptable
63. Which of the following is a motivational state caused by consumer

perceptions that a product, brand, or advertisement is relevant or
interesting?
A) involvement
B) need
C) want
D) desire
E) action
64. Which of the following is true regarding consumers who are highly
involved in a specific product category?
A) They are more likely to pay attention to relevant marketing messages.
B) They are more likely to engage in analytical reasoning to process and
learn new information.
C) They are more likely to seek out information from numerous sources
prior to a decision.
D) They are more likely to act as opinion leaders.
E) all of the above
65. _____ is an individual's characteristic response tendencies across similar

situations.
A) Motivation
B) Emotion
C) Empathy
D) Personality
E) Involvement
66. Which of the following is NOT a core trait in the Five-Factor Model of
personality?
A) extroversion
B) instability
C) reliability
D) openness to experience
E) conscientiousness
67. Dolly prefers to be in a large group rather than alone. She is talkative
when with others and is very bold. Which personality trait best describes
Dolly?
A) extroversion
B) instability
C) agreeableness
68. Which core trait in the Five-Factor Model of personality is manifested by an

individual being moody, temperamental, and touchy?
A) introversion
B) instability
C) sulkiness
D) conscientiousness
E) agreeableness
69. Erin is very imaginative and appreciative of all types of art. She is very
creatively talented, and others come to her for novel solutions to problems
because she tends to think outside the box. Which core trait best
describes Erin?
A) extroversion
B) introversion
C) instability
D) agreeableness
E) openness to experience
Answer: E Page: 378 Difficulty: hard
70. Which trait reflects an individual difference in consumers' propensity to be

biased against the purchase of foreign products?
A) need for affiliation
B) need for uniqueness
C) consumer ethnocentrism
D) agreeableness
E) introversion
71. Gwen lives in Dijon, France. To her, French wine is the only wine worth
drinking, and she would never consider drinking wine from California.
Gwen is exhibiting _____.
A) stubbornness
B) consumer ethnocentrism
C) sincerity
D) consumer culturalism
E) patriotism
72. Lori reads three newspapers a day and is always reading a book in the
evening. She has a high need to engage in thinking, and she actually
enjoys it. She likes to complete crossword puzzles and do other types of
word games. Lori has a high need for _____.
A) cognition
B) affection
C) ethnocentrism
D) uniqueness
E) acceptance
73. A consumer's propensity to pursue differentness relative to others through

the acquisition, utilization, and disposition of consumer goods is exhibiting
_____.
A) consumer ethnocentrism
B) a need for cognition
C) a need for uniqueness
D) extroversion
E) agreeableness
74. A set of human characteristics that become associated with a brand is

referred to as _____.
A) brand image
B) brand equity
C) brand leverage
D) brand personality
E) brand positioning
75. Which of the following is considered a dimension of brand personality?

A) ruggedness
B) excitement
C) sincerity
D) competence
E) all of the above
76. Whole Foods Supermarkets have been described as down-to-earth, honest,

wholesome, and cheerful. Which dimension of brand personality does this
represent?
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness
77. Consumers have described Apple's iPod products, such as the MP3 music
player and the new video player, as imaginative and up-to-date. The
brand is also considered to be daring, changing the traditional media
models. Based on this description, which dimension of brand personality
best describes the iPod?
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness
78. Which of the following is NOT an advertising tactic used to communicate

brand personality?
A) celebrity endorsers
B) user imagery
C) length of the ad
D) tone of the ad
E) type of media outlet
Answer: C Page: 381 Difficulty: hard
79. Advertisements for BC Headache Powders usually show blue-collar workers

using this product to obtain fast pain relief caused by their job (e.g., heavy
lifting). Which advertising tactic is BC using to communicate its brand
personality?
B) user imagery
C) pace of the ad
D) media outlet
E) all of the above
80. Which of the following is a characteristic associated with emotions?

A) Emotions occur independently from physiological changes.
B) Emotions are not associated with behaviors.
C) Emotions involve objective feelings.
D) Emotions are often triggered by environmental events.
E) all of the above
Answer: D Page: 382 Difficulty: hard
81. Which term is used to refer to the liking/disliking aspect of a specific

feeling?
A) emotion
B) affect
C) hedonic
D) cognition
E) valence
82. Which of the following is NOT considered an emotional dimension?

A) pleasure
B) arousal
C) dominance
D) feeling
E) all of the above are emotional dimensions
83. Barbara is an individual that usually feels restful, serene, comfortable, and
soothed. Which emotion is Barbara experiencing?
A) faith
B) desire
C) joy
D) gratitude
E) serenity
84. Which emotion would be classified under the arousal dimension of

emotion?
A) duty
B) distraction
C) guilt
D) shame
E) disgust
85. After experiencing a major earthquake in California, Tina often felt

powerless and helpless. This caused her to be fearful and anxious, which
sometimes made her panicked. Which dimension of emotions is Tina
experiencing?
A) arousal
B) dominance
C) negative
D) uncontrollable
E) destructive
86. Which of the following is FALSE regarding how emotional responses to

advertising influence consumer behavior?
A) Emotional advertisements that trigger a positively evaluated emotion
will enhance liking of the ad itself.
B) Emotional content in advertisements enhances their attention,
attraction, and maintenance capabilities.
C) While emotional content in advertisements may increase attention,
emotional messages have not been found to be processed more
thoroughly than neutral messages.
D) Repeated exposure to positive-emotion-eliciting ads may increase
brand preference through classical conditioning.
E) Repeated exposure to positive-emotion-eliciting ads may result in
brand preference occurring in a direct, high-involvement way.
hapter 5: Personality and Consumer BehaviorMultiple Choice Questions:1.Consumer

purchases are likely to be influenced by personality factors, andmarketers try to incorporate
human traits in their messages. An example would bethe headline Take your own
road.What personality trait would this headlinefor a motorcycle most likely be appealing to?
a.statusb.being challengedc.individualityd.snobbery(c; Difficulty 3, p. 119)2.Consumer
human traits in their messages. What personality traitwould this headline for Mutual of
Omaha policy holders be appealing to? Whatgives you confidence?a.statusb.being
challengedc.self-assuranced.snobbery(c; Difficulty 3, p. 119)3._____ is/are defined as those

inner psychological characteristics that bothdetermine and reflect how a person responds to
his or her environment.a.Moodb.Personalityc.Self-imaged.Roles(b; Difficulty 2, p.
120)4.Personality has been approached by many theorists with different points of view.Which
of the following is notone of the approaches?a.genetics and childhood experiencesb.social
and environmental influencesc.childhood physical deficiencies affecting
adulthoodd.personality as a unified whole(c; Difficulty 3, p. 120) The definition of
personality is those inner psychological characteristics that bothdetermine and reflect how a
person responds to his or her environment. Thisdefinition focuses on _____, an important
factor that affects the way thatconsumers respond to marketing efforts.a.social
environmentb.inner characteristicsc.geneticsd.experiences(b; Difficulty 3, p. 120)6.In the
study of personality, three distinct properties are of central importance.Which of the
following is notone of them?a.personality reflects individual differencesb.personality is a
reflection of the superegoc.personality is consistent and enduringd.personality can change(b;
Difficulty 2, p. 120)7.Which of the following statements is nottrue?a.No two individuals are
alike.b.Many individuals are similar in terms of a single personality characteristic.c.Many
siblings have the same personalities.d.An individuals personality is a unique combination of
factors.(c; Difficulty 2, p. 120)8.People that are described as being high in venturesomeness
would probably:a.do an extensive amount of research before purchasing a product.b.be
willing to try skydiving or mountain climbing.c.be brand loyal.d.none of the above(b;
Difficulty 2, p. 120)
1.
a notion that provides an individual with the opportunity to "try on" different
personalities , such as creating a fictitious personality in an online chat room
CORRECT
virtual personality or self
2.
specific "personality-type" traits or characteristics ascribed by consumers to

different brands
INCORRECT
consumer innovators
THE ANSWER
brand personifaction
3.
a theory of motivation and personality that postulates that unconscious needs

and drives, particularly sexual and other biological drives, are the basis of human
motivation and personality
INCORRECT
social self-image
THE ANSWER
psychoanalytic theory of personality
4.
how consumers feel others see them

INCORRECT
ideal self-image
THE ANSWER
social self-image
5.
consumers have different images of themselves in response to different

situations and are quite likely to act differently with different people and in different
situations
CORRECT
multiple selves
When a soft drink company decides to focus on selling one of its products to adult women, ages
18-29, this is an example of:
market segmentation
When Volvo promotes its sedans in a way that stresses how safe this type of car is in independent
third-party safety tests compared to other cars, it is stressing:
a unique selling proposition.
A consumer's perception of the performance of a product relative to his expectations is known as:
customer satisfaction.
Your
Answer:
Which type of customer is so pleased with the performance of a new product such as an iPhone
that she tells several others that they should consider purchasing this product?
Apostle
Correct
Answer:
What type of customer is satisfied with a product but will change to a different brand quickly if that
other brand is offered at a lower price?
Mercenary
Your
Answer:
When a credit card company sets up a separate department that attempts to woo customers back
to using its credit card whenever a customer calls to cancel his card, this is an example of:
customer retention.
Correct
Answer:
When a cell phone company customizes its offers to its customers by using text messages to the
cell phone that encourage its customers to purchase a new type of service, this is called:
one-to-one marketing.
Correct
Answer:
Which of the following is the scientific discipline that focuses on the study of groups?
Sociology
Correct
Answer:
All of the following are examples of the external sociological influences on a consumer EXCEPT
the price of the product.
Your
Answer:
In the simplified model of consumer decision making, which stage deals with the situation in which
the consumer has purchased the product for the first time and is using it and evaluating whether
or not she will purchase this product again?
Trial
Correct
Answer:
1.
the selection of goals according to personal or subjective criteria (e.g., the

desire for individuality, pride, fear, affection, status)
INCORRECT
motivation
THE ANSWER
emotional motives
2.
the general classes or categories that individuals select to fulfill their needs
(see also product-specific goals)
CORRECT
generic goals
3.
a philosophy of human motivation that believes all behavior is directed at goal

achievement. Needs, past experiences, attitudes, and beliefs determine what actions
a person will take
CORRECT
cognitive school
4.
a negative goal from which behavior is directed away

INCORRECT
approach object
THE ANSWER
avoidance object
5.
the driving force within individuals that impels them to action

INCORRECT
rational motives
THE ANSWER
motivation
6.
new and higher goals that individuals set for themselves
INCORRECT
defense mechanisms
THE ANSWER
levels of aspiration
1.
implies that consumers select goals based on totally objective criteria, such as
size, weight, price, or miles per gallon
INCORRECT
positive motivation
THE ANSWER
rational motive
2.
individuals desire to control environment

CORRECT
power
3.
the sought after results of motivated behavior

CORRECT
formation of goals
4.
types of arousal of movies

INCORRECT
the dynamics of motivation
THE ANSWER
physiological, emotional, cognitive, environmental
cognizance
exposition
INCORRECT
Murray - needs reflecting ambition, power, accomplishment, and prestige
THE ANSWER
Murray - needs concerned with social intercourse
1.
Consumers face a choice between tow undesirable alternatives
INCORRECT
Approach-Approach Conflict
THE ANSWER
Avoidance- Avoidance Conflict
5.
2.
low involvement consumption, consumers lacks the motivation to consider

alternatives
INCORRECT
Drive
THE ANSWER
Inertia
3.
exist when consumers desire a goal but wish to avoid it at the same time
INCORRECT
THE ANSWER
Approach-Avoidance Conflict
4.
parents, teachers churches

CORRECT
Socialization agents
process of learning the value system of ones own culture

INCORRECT
Acculturation
THE ANSWER
Enculturation
1.
The general class or categories of goals that consumers see as a means to
fulfill their needs.
5.
Individuals set goals based on personal values and select the best way to achieve
these goals
INCORRECT
No answer given
THE ANSWER
Generic goals
2.
Physiological functions like food, water, air, clothing, shelter, and sex.
INCORRECT
No answer given
THE ANSWER
innate needs
3.
The driving force within individuals that impels them to action; produced by
tension that creates cravings.
These cravings & the actions he or she will make to get them vary between
personalities characteristics , perceptions, what they've learned & experienced, and
their attitudes.
INCORRECT
No answer given
THE ANSWER
Motivation
4.
1. Innate needs
2. Acquired needs
3. extrinsic
4. intrinsic
INCORRECT
No answer given
THE ANSWER
Needs
5.
When a person redefines their frustrating situations in order to protect their

self-images or self-esteem.
ex aggression or rationalization, regression, withdrawal, projection, daydreaming,
identification, and repression
INCORRECT
No answer given
THE ANSWER
Defense Machanisms
1.
personality traits that measure the level or amount of novelty or complexity
that individuals seek in their personal experiences. high OSL consumers tend to
accept risky and novel products more readily than low OSL consumers
INCORRECT
No answer given
THE ANSWER
optimum stiumlation levels (OSLs)
2.

different brands
INCORRECT
No answer given
THE ANSWER
3.
INCORRECT
No answer given
THE ANSWER
4.

situations
INCORRECT
No answer given
THE ANSWER
multiple selves
how individuals would like to perceive themselves (as opposed to actual selfimage)
INCORRECT
No answer given
THE ANSWER
ideal self-image
1.
Tests that measure one trait and are often developed specifically for use in
consumer behavior studies.
INCORRECT
No answer given
THE ANSWER
Single-trait personality tests
5.
2.
Believes social relationships are fundamental to the formation and

development of personality
INCORRECT
No answer given
THE ANSWER
Neo-Freudian Personality Theory
3.
Those individuals who move towards others ; they desired to be loved,

wanted, and appreciated.
ie tend to buy brand-name products
INCORRECT
No answer given
THE ANSWER
Complaint Individuals
4.
This measures a person's craving for or enjoyment of thinking.

INCORRECT
No answer given
THE ANSWER
Need for cognition
5.
Willingness to accept a foreign made product; a CET scale is common to

measure this.
Generation Y is generally not this, but after 9/11 this has increased dramatically with
the general consumer.
Country of origin vs country of design is likely to play a role.

INCORRECT
No answer given
THE ANSWER
ethnocentrism
5 Multiple choice questions
1.
a marketing strategy in which a firm that markets a product with a well
developed image uses the same brand name in a different product category
INCORRECT
No answer given
THE ANSWER
Brand extension
2.
an orderly classification of objects, with similar objects in the same category

INCORRECT
No answer given
THE ANSWER
taxonomic categories
3.
the extent to which the receiver accurately understands the message a

sender intended to communicate
INCORRECT
No answer given
THE ANSWER
objective comprehension
4.
reflects what we think we know whether or not it is accurate
INCORRECT
No answer given
THE ANSWER
subjective comprehension
the broadest level of category organization containing different objects that
share few associations but are still members of the category
INCORRECT
No answer given
THE ANSWER
superordinate level
1.
The anxiety felt when a consumer cannot anticipate possible negative
outcomes of a purchase.
INCORRECT
No answer given
THE ANSWER
Perceived Risk
5.
2.
A family's progression from formation to retirement, each phase bringing with

it distinct purchasing behaviors.
INCORRECT
No answer given
THE ANSWER
Family life cycle
3.
The actions a person takes in purchasing and using products and services
INCORRECT
No answer given
THE ANSWER
Consumer Behavior
4.
Individuals who have social influence over others.

INCORRECT
No answer given
THE ANSWER
Opinions Leaders
5.
People to whom an individual looks as a basis for self-appraisal or as a

source of personal standards.
INCORRECT
No answer given
THE ANSWER
Reference groups
2.Customer value is
________ shoppers
A)
destination
cash flow analysis
E
)
that response is
a motive
C)
attribution theory.
motivation
D)
modeling
B
)expression
E
)all of the above
A

C)
an attitude.
A

A
)verbal scale
D)
D)
Gender

E
)all of the above
known as:
consumer behavior.
Personal consumer
end user
Sales orientation
Market segmentation
positioning.
EXCEPT:
functional benefit.
motivation.
Your
Answer:
Innate needs
Correct
Answer:
Approach object
Your
Answer:
Physiological needs
Your
Answer:
Rational
Correct
Answer:
Henry Murray
Correct
Answer:
Need for power

Your
Answer:
personality.
Correct
Answer:
self-actualization
Your
Answer:
superego.
Correct
Answer:
Aggressive
Your
Answer:
EXCEPT:
Correct
Answer:
Correct
Answer:
Correct
Answer:
Verbalizers
Your
Answer:
Correct
Answer:
Actual self-image
Correct
Answer:

A) physiological
B) safety
C) belongingness
D) esteem

A) physiological
B) safety
C) belongingness
D) esteem
A) motivation
B) personality
C) emotion
D) perception
E) needs

A) motivation
B) personality
C) emotion
D) perception
E) needs

known as _____.
A) motivations
B) personality
C) emotions
D) perceptions
E) needs

response?
A) motive
B) personality
C) emotion
D) perception
E) feeling
A) motive
C) emotion
D) perception
E) feeling

A) personality
B) emotion
C) need
D) perception
E) feeling

into play.
E) all of the above
A) cognition
B) physiological
C) safety
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) security
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

a sense of meaning?
A) affective
B) preservation
C) growth
D) cognitive
A) Cognitive
B) Affective
E) Safety-oriented

A) Cognitive
B) Affective
D) Growth
E) Leveling

A) cognitive
B) affective
D) growth
E) advancement

motives?


A) for ego defense
B) for focus
C) for assertion

A) contrast theory

_____.
A) for modeling
B) for assertion
C) for consistency
D) to categorize
A) objectification
B) ego defense
C) expression
D) autonomy
E) assertion

A) affiliation
B) modeling
C) consistency
D) independence

A) expression
B) reinforcement
C) stimulation
D) affiliation
need of Karen's?
C) utilitarian need
new skills?
C) utilitarian need

A) ego-defense
B) affiliation
C) modeling
D) expression
E) cues
and attitudes?
A) causation
B) assertion
C) consistency
D) ego-defense

A) a modeling
B) a consistency
C) an affiliation
D) an assertion
B) affiliation
C) modeling
D) expression
A) categorization
B) consistency
C) autonomy
D) affiliation
E) modeling
A) modeling
B) independence
C) causation
D) ego-defense

A) a need
B) a want
C) demand
D) motivation
E) an attitude
A) manifest motives
B) latent motives
E) primary motives
motives.
A) latent
B) manifest
C) acceptable
D) primary
E) identifiable
A) manifest
B) hidden
C) secondary
D) latent
E) unacceptable
A) manifest
B) hidden
C) secondary
D) latent
E) social

motives?

A) story completion
B) picture response
C) analysis and use
D) word association
E) all of the above

A) analysis and use
D) story completion

research?
B) analysis and use
C) story completion
D) picture response
A) word association
B) analysis and use
C) picture response
D) story completion
research technique?
A) word association
B) story completion
C) picture response
D) analysis and use

known as _____.
A) laddering
B) probing
C) questioning
E) story completion

typology?
B) social shopping
D) idea shopping
E) all of the above
shopping motive?
B) social shopping
D) value shopping
E) role shopping

C) win-win
E) primary-primary

interesting?
A) involvement
B) need
C) want
D) desire
E) action
E) all of the above

situations.
A) Motivation
B) Emotion
C) Empathy
D) Personality
E) Involvement
personality?
A) extroversion
B) instability
C) reliability
Dolly?
A) extroversion
B) instability
C) agreeableness

A) introversion
B) instability
C) sulkiness
E) agreeableness
describes Erin?
A) extroversion
B) introversion
C) instability
D) agreeableness

D) agreeableness
E) introversion
A) stubbornness
C) sincerity
E) patriotism
A) cognition
B) affection
C) ethnocentrism
D) uniqueness
E) acceptance

_____.
D) extroversion
E) agreeableness

A) brand image
B) brand equity
C) brand leverage

A) ruggedness
B) excitement
C) sincerity
D) competence
E) all of the above

represent?
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness

brand personality?
B) user imagery
C) length of the ad
D) tone of the ad

personality?
B) user imagery
C) pace of the ad
D) media outlet
E) all of the above

E) all of the above

feeling?
A) emotion
B) affect
C) hedonic
D) cognition
E) valence

A) pleasure
B) arousal
C) dominance
D) feeling
A) faith
B) desire
C) joy
D) gratitude
E) serenity

emotion?
A) duty
B) distraction
C) guilt
D) shame
E) disgust

experiencing?
A) arousal
B) dominance
C) negative
D) uncontrollable
E) destructive



6.
CORRECT
7.

different brands
INCORRECT
consumer innovators
THE ANSWER
8.

INCORRECT
social self-image
THE ANSWER
9.

INCORRECT
ideal self-image
THE ANSWER
social self-image
10.

situations
CORRECT
multiple selves
market segmentation
Your
Answer:
Apostle
Correct
Answer:
Mercenary
Your
Answer:
customer retention.
Correct
Answer:
Correct
Answer:
Sociology
Correct
Answer:
Your
Answer:
Trial
Correct
Answer:
7.

INCORRECT
motivation
THE ANSWER
emotional motives
8.
CORRECT
generic goals
9.

a person will take
CORRECT
cognitive school
10.

INCORRECT
approach object
THE ANSWER
avoidance object
11.

INCORRECT
rational motives
THE ANSWER
motivation
12.
INCORRECT
defense mechanisms
THE ANSWER
6.
INCORRECT
positive motivation
THE ANSWER
rational motive
7.

CORRECT
power
8.

CORRECT
formation of goals
9.

INCORRECT
THE ANSWER
cognizance
exposition
INCORRECT
THE ANSWER
6.
INCORRECT
THE ANSWER
10.
7.

alternatives
INCORRECT
Drive
THE ANSWER
Inertia
8.
INCORRECT
THE ANSWER
9.

CORRECT

INCORRECT
Acculturation
THE ANSWER
Enculturation
6.
10.
these goals
INCORRECT
No answer given
THE ANSWER
Generic goals
7.
INCORRECT
No answer given
THE ANSWER
innate needs
8.
their attitudes.
INCORRECT
No answer given
THE ANSWER
Motivation
9.
1. Innate needs
2. Acquired needs
3. extrinsic
4. intrinsic
INCORRECT
No answer given
THE ANSWER
Needs
10.

INCORRECT
No answer given
THE ANSWER
Defense Machanisms
6.
INCORRECT
No answer given
THE ANSWER
7.

different brands
INCORRECT
No answer given
THE ANSWER
8.
INCORRECT
No answer given
THE ANSWER
9.

situations
INCORRECT
No answer given
THE ANSWER
multiple selves
INCORRECT
No answer given
THE ANSWER
ideal self-image
6.
INCORRECT
No answer given
THE ANSWER
10.
7.

INCORRECT
No answer given
THE ANSWER
8.

INCORRECT
No answer given
THE ANSWER
9.

INCORRECT
No answer given
THE ANSWER
Need for cognition
10.

measure this.

INCORRECT
No answer given
THE ANSWER
ethnocentrism
6.
INCORRECT
No answer given
THE ANSWER
Brand extension
7.

INCORRECT
No answer given
THE ANSWER
8.

INCORRECT
No answer given
THE ANSWER
9.
INCORRECT
No answer given
THE ANSWER
INCORRECT
No answer given
THE ANSWER
superordinate level
6.
INCORRECT
No answer given
THE ANSWER
Perceived Risk
10.
7.

INCORRECT
No answer given
THE ANSWER
Family life cycle
8.
INCORRECT
No answer given
THE ANSWER
Consumer Behavior
9.

INCORRECT
No answer given
THE ANSWER
Opinions Leaders
10.

INCORRECT
No answer given
THE ANSWER
Reference groups
2.Customer value is
________ shoppers
A)
destination
cash flow analysis
E
)
that response is
a motive
C)
attribution theory.
motivation
D)
modeling
B
)expression
E
)all of the above
A

C)
an attitude.
A

A
)verbal scale
D)
D)
Gender

E
)all of the above
known as:
consumer behavior.
Personal consumer
end user
Sales orientation
Market segmentation
positioning.
EXCEPT:
functional benefit.
motivation.
Your
Answer:
Innate needs
Correct
Answer:
Approach object
Your
Answer:
Physiological needs
Your
Answer:
Rational
Correct
Answer:
Henry Murray
Correct
Answer:
Need for power

Your
Answer:
personality.
Correct
Answer:
self-actualization
Your
Answer:
superego.
Correct
Answer:
Aggressive
Your
Answer:
EXCEPT:
Correct
Answer:
Correct
Answer:
Correct
Answer:
Verbalizers
Your
Answer:
Correct
Answer:
Actual self-image
Correct
Answer:

A) physiological
B) safety
C) belongingness
D) esteem

A) physiological
B) safety
C) belongingness
D) esteem
A) motivation
B) personality
C) emotion
D) perception
E) needs

A) motivation
B) personality
C) emotion
D) perception
E) needs

known as _____.
A) motivations
B) personality
C) emotions
D) perceptions
E) needs

response?
A) motive
B) personality
C) emotion
D) perception
E) feeling
A) motive
C) emotion
D) perception
E) feeling

A) personality
B) emotion
C) need
D) perception
E) feeling

into play.
E) all of the above
A) cognition
B) physiological
C) safety
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) security
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

a sense of meaning?
A) affective
B) preservation
C) growth
D) cognitive
A) Cognitive
B) Affective
E) Safety-oriented

A) Cognitive
B) Affective
D) Growth
E) Leveling

A) cognitive
B) affective
D) growth
E) advancement

motives?


A) for ego defense
B) for focus
C) for assertion

A) contrast theory

_____.
A) for modeling
B) for assertion
C) for consistency
D) to categorize
A) objectification
B) ego defense
C) expression
D) autonomy
E) assertion

A) affiliation
B) modeling
C) consistency
D) independence

A) expression
B) reinforcement
C) stimulation
D) affiliation
need of Karen's?
C) utilitarian need
new skills?
C) utilitarian need

A) ego-defense
B) affiliation
C) modeling
D) expression
E) cues
and attitudes?
A) causation
B) assertion
C) consistency
D) ego-defense

A) a modeling
B) a consistency
C) an affiliation
D) an assertion
B) affiliation
C) modeling
D) expression
A) categorization
B) consistency
C) autonomy
D) affiliation
E) modeling
A) modeling
B) independence
C) causation
D) ego-defense

A) a need
B) a want
C) demand
D) motivation
E) an attitude
A) manifest motives
B) latent motives
E) primary motives
motives.
A) latent
B) manifest
C) acceptable
D) primary
E) identifiable
A) manifest
B) hidden
C) secondary
D) latent
E) unacceptable
A) manifest
B) hidden
C) secondary
D) latent
E) social

motives?

A) story completion
B) picture response
C) analysis and use
D) word association
E) all of the above

A) analysis and use
D) story completion

research?
B) analysis and use
C) story completion
D) picture response
A) word association
B) analysis and use
C) picture response
D) story completion
research technique?
A) word association
B) story completion
C) picture response
D) analysis and use

known as _____.
A) laddering
B) probing
C) questioning
E) story completion

typology?
B) social shopping
D) idea shopping
E) all of the above
shopping motive?
B) social shopping
D) value shopping
E) role shopping

C) win-win
E) primary-primary

interesting?
A) involvement
B) need
C) want
D) desire
E) action
E) all of the above

situations.
A) Motivation
B) Emotion
C) Empathy
D) Personality
E) Involvement
personality?
A) extroversion
B) instability
C) reliability
Dolly?
A) extroversion
B) instability
C) agreeableness

A) introversion
B) instability
C) sulkiness
E) agreeableness
describes Erin?
A) extroversion
B) introversion
C) instability
D) agreeableness

D) agreeableness
E) introversion
A) stubbornness
C) sincerity
E) patriotism
A) cognition
B) affection
C) ethnocentrism
D) uniqueness
E) acceptance

_____.
D) extroversion
E) agreeableness

A) brand image
B) brand equity
C) brand leverage

A) ruggedness
B) excitement
C) sincerity
D) competence
E) all of the above

represent?
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness

brand personality?
B) user imagery
C) length of the ad
D) tone of the ad

personality?
B) user imagery
C) pace of the ad
D) media outlet
E) all of the above

E) all of the above

feeling?
A) emotion
B) affect
C) hedonic
D) cognition
E) valence

A) pleasure
B) arousal
C) dominance
D) feeling
A) faith
B) desire
C) joy
D) gratitude
E) serenity

emotion?
A) duty
B) distraction
C) guilt
D) shame
E) disgust

experiencing?
A) arousal
B) dominance
C) negative
D) uncontrollable
E) destructive



11.
CORRECT
12.

different brands
INCORRECT
consumer innovators
THE ANSWER
13.

INCORRECT
social self-image
THE ANSWER
14.

INCORRECT
ideal self-image
THE ANSWER
social self-image
15.

situations
CORRECT
multiple selves
market segmentation
Your
Answer:
Apostle
Correct
Answer:
Mercenary
Your
Answer:
customer retention.
Correct
Answer:
Correct
Answer:
Sociology
Correct
Answer:
Your
Answer:
Trial
Correct
Answer:
13.

INCORRECT
motivation
THE ANSWER
emotional motives
14.
CORRECT
generic goals
15.

a person will take
CORRECT
cognitive school
16.

INCORRECT
approach object
THE ANSWER
avoidance object
17.

INCORRECT
rational motives
THE ANSWER
motivation
18.
INCORRECT
defense mechanisms
THE ANSWER
11.
INCORRECT
positive motivation
THE ANSWER
rational motive
12.

CORRECT
power
13.

CORRECT
formation of goals
14.

INCORRECT
THE ANSWER
cognizance
exposition
INCORRECT
THE ANSWER
11.
INCORRECT
THE ANSWER
15.
12.

alternatives
INCORRECT
Drive
THE ANSWER
Inertia
13.
INCORRECT
THE ANSWER
14.

CORRECT

INCORRECT
Acculturation
THE ANSWER
Enculturation
11.
15.
these goals
INCORRECT
No answer given
THE ANSWER
Generic goals
12.
INCORRECT
No answer given
THE ANSWER
innate needs
13.
their attitudes.
INCORRECT
No answer given
THE ANSWER
Motivation
14.
1. Innate needs
2. Acquired needs
3. extrinsic
4. intrinsic
INCORRECT
No answer given
THE ANSWER
Needs
15.

INCORRECT
No answer given
THE ANSWER
Defense Machanisms
11.
INCORRECT
No answer given
THE ANSWER
12.

different brands
INCORRECT
No answer given
THE ANSWER
13.
INCORRECT
No answer given
THE ANSWER
14.

situations
INCORRECT
No answer given
THE ANSWER
multiple selves
INCORRECT
No answer given
THE ANSWER
ideal self-image
11.
INCORRECT
No answer given
THE ANSWER
15.
12.

INCORRECT
No answer given
THE ANSWER
13.

INCORRECT
No answer given
THE ANSWER
14.

INCORRECT
No answer given
THE ANSWER
Need for cognition
15.

measure this.

INCORRECT
No answer given
THE ANSWER
ethnocentrism
11.
INCORRECT
No answer given
THE ANSWER
Brand extension
12.

INCORRECT
No answer given
THE ANSWER
13.

INCORRECT
No answer given
THE ANSWER
14.
INCORRECT
No answer given
THE ANSWER
INCORRECT
No answer given
THE ANSWER
superordinate level
11.
INCORRECT
No answer given
THE ANSWER
Perceived Risk
15.
12.

INCORRECT
No answer given
THE ANSWER
Family life cycle
13.
INCORRECT
No answer given
THE ANSWER
Consumer Behavior
14.

INCORRECT
No answer given
THE ANSWER
Opinions Leaders
15.

INCORRECT
No answer given
THE ANSWER
Reference groups
2.Customer value is
________ shoppers
A)
destination
cash flow analysis
E
)
that response is
a motive
C)
attribution theory.
motivation
D)
modeling
B
)expression
E
)all of the above
A

C)
an attitude.
A

A
)verbal scale
D)
D)
Gender

E
)all of the above
known as:
consumer behavior.
Personal consumer
end user
Sales orientation
Market segmentation
positioning.
EXCEPT:
functional benefit.
motivation.
Your
Answer:
Innate needs
Correct
Answer:
Approach object
Your
Answer:
Physiological needs
Your
Answer:
Rational
Correct
Answer:
Henry Murray
Correct
Answer:
Need for power

Your
Answer:
personality.
Correct
Answer:
self-actualization
Your
Answer:
superego.
Correct
Answer:
Aggressive
Your
Answer:
EXCEPT:
Correct
Answer:
Correct
Answer:
Correct
Answer:
Verbalizers
Your
Answer:
Correct
Answer:
Actual self-image
Correct
Answer:

A) physiological
B) safety
C) belongingness
D) esteem

A) physiological
B) safety
C) belongingness
D) esteem
A) motivation
B) personality
C) emotion
D) perception
E) needs

A) motivation
B) personality
C) emotion
D) perception
E) needs

known as _____.
A) motivations
B) personality
C) emotions
D) perceptions
E) needs

response?
A) motive
B) personality
C) emotion
D) perception
E) feeling
A) motive
C) emotion
D) perception
E) feeling

A) personality
B) emotion
C) need
D) perception
E) feeling

into play.
E) all of the above
A) cognition
B) physiological
C) safety
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) security
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

a sense of meaning?
A) affective
B) preservation
C) growth
D) cognitive
A) Cognitive
B) Affective
E) Safety-oriented

A) Cognitive
B) Affective
D) Growth
E) Leveling

A) cognitive
B) affective
D) growth
E) advancement

motives?


A) for ego defense
B) for focus
C) for assertion

A) contrast theory

_____.
A) for modeling
B) for assertion
C) for consistency
D) to categorize
A) objectification
B) ego defense
C) expression
D) autonomy
E) assertion

A) affiliation
B) modeling
C) consistency
D) independence

A) expression
B) reinforcement
C) stimulation
D) affiliation
need of Karen's?
C) utilitarian need
new skills?
C) utilitarian need

A) ego-defense
B) affiliation
C) modeling
D) expression
E) cues
and attitudes?
A) causation
B) assertion
C) consistency
D) ego-defense

A) a modeling
B) a consistency
C) an affiliation
D) an assertion
B) affiliation
C) modeling
D) expression
A) categorization
B) consistency
C) autonomy
D) affiliation
E) modeling
A) modeling
B) independence
C) causation
D) ego-defense

A) a need
B) a want
C) demand
D) motivation
E) an attitude
A) manifest motives
B) latent motives
E) primary motives
motives.
A) latent
B) manifest
C) acceptable
D) primary
E) identifiable
A) manifest
B) hidden
C) secondary
D) latent
E) unacceptable
A) manifest
B) hidden
C) secondary
D) latent
E) social

motives?

A) story completion
B) picture response
C) analysis and use
D) word association
E) all of the above

A) analysis and use
D) story completion

research?
B) analysis and use
C) story completion
D) picture response
A) word association
B) analysis and use
C) picture response
D) story completion
research technique?
A) word association
B) story completion
C) picture response
D) analysis and use

known as _____.
A) laddering
B) probing
C) questioning
E) story completion

typology?
B) social shopping
D) idea shopping
E) all of the above
shopping motive?
B) social shopping
D) value shopping
E) role shopping

C) win-win
E) primary-primary

interesting?
A) involvement
B) need
C) want
D) desire
E) action
E) all of the above

situations.
A) Motivation
B) Emotion
C) Empathy
D) Personality
E) Involvement
personality?
A) extroversion
B) instability
C) reliability
Dolly?
A) extroversion
B) instability
C) agreeableness

A) introversion
B) instability
C) sulkiness
E) agreeableness
describes Erin?
A) extroversion
B) introversion
C) instability
D) agreeableness

D) agreeableness
E) introversion
A) stubbornness
C) sincerity
E) patriotism
A) cognition
B) affection
C) ethnocentrism
D) uniqueness
E) acceptance

_____.
D) extroversion
E) agreeableness

A) brand image
B) brand equity
C) brand leverage

A) ruggedness
B) excitement
C) sincerity
D) competence
E) all of the above

represent?
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness

brand personality?
B) user imagery
C) length of the ad
D) tone of the ad

personality?
B) user imagery
C) pace of the ad
D) media outlet
E) all of the above

E) all of the above

feeling?
A) emotion
B) affect
C) hedonic
D) cognition
E) valence

A) pleasure
B) arousal
C) dominance
D) feeling
A) faith
B) desire
C) joy
D) gratitude
E) serenity

emotion?
A) duty
B) distraction
C) guilt
D) shame
E) disgust

experiencing?
A) arousal
B) dominance
C) negative
D) uncontrollable
E) destructive



16.
CORRECT
17.

different brands
INCORRECT
consumer innovators
THE ANSWER
18.

INCORRECT
social self-image
THE ANSWER
19.

INCORRECT
ideal self-image
THE ANSWER
social self-image
20.

situations
CORRECT
multiple selves
market segmentation
Your
Answer:
Apostle
Correct
Answer:
Mercenary
Your
Answer:
customer retention.
Correct
Answer:
Correct
Answer:
Sociology
Correct
Answer:
Your
Answer:
Trial
Correct
Answer:
19.

INCORRECT
motivation
THE ANSWER
emotional motives
20.
CORRECT
generic goals
21.

a person will take
CORRECT
cognitive school
22.

INCORRECT
approach object
THE ANSWER
avoidance object
23.

INCORRECT
rational motives
THE ANSWER
motivation
24.
INCORRECT
defense mechanisms
THE ANSWER
16.
INCORRECT
positive motivation
THE ANSWER
rational motive
17.

CORRECT
power
18.

CORRECT
formation of goals
19.

INCORRECT
THE ANSWER
cognizance
exposition
INCORRECT
THE ANSWER
16.
INCORRECT
THE ANSWER
20.
17.

alternatives
INCORRECT
Drive
THE ANSWER
Inertia
18.
INCORRECT
THE ANSWER
19.

CORRECT

INCORRECT
Acculturation
THE ANSWER
Enculturation
16.
20.
these goals
INCORRECT
No answer given
THE ANSWER
Generic goals
17.
INCORRECT
No answer given
THE ANSWER
innate needs
18.
their attitudes.
INCORRECT
No answer given
THE ANSWER
Motivation
19.
1. Innate needs
2. Acquired needs
3. extrinsic
4. intrinsic
INCORRECT
No answer given
THE ANSWER
Needs
20.

INCORRECT
No answer given
THE ANSWER
Defense Machanisms
16.
INCORRECT
No answer given
THE ANSWER
17.

different brands
INCORRECT
No answer given
THE ANSWER
18.
INCORRECT
No answer given
THE ANSWER
19.

situations
INCORRECT
No answer given
THE ANSWER
multiple selves
INCORRECT
No answer given
THE ANSWER
ideal self-image
16.
INCORRECT
No answer given
THE ANSWER
20.
17.

INCORRECT
No answer given
THE ANSWER
18.

INCORRECT
No answer given
THE ANSWER
19.

INCORRECT
No answer given
THE ANSWER
Need for cognition
20.

measure this.

INCORRECT
No answer given
THE ANSWER
ethnocentrism
16.
INCORRECT
No answer given
THE ANSWER
Brand extension
17.

INCORRECT
No answer given
THE ANSWER
18.

INCORRECT
No answer given
THE ANSWER
19.
INCORRECT
No answer given
THE ANSWER
INCORRECT
No answer given
THE ANSWER
superordinate level
16.
INCORRECT
No answer given
THE ANSWER
Perceived Risk
20.
17.

INCORRECT
No answer given
THE ANSWER
Family life cycle
18.
INCORRECT
No answer given
THE ANSWER
Consumer Behavior
19.

INCORRECT
No answer given
THE ANSWER
Opinions Leaders
20.

INCORRECT
No answer given
THE ANSWER
Reference groups
2.Customer value is
________ shoppers
A)
destination
cash flow analysis
E
)
that response is
a motive
C)
attribution theory.
motivation
D)
modeling
B
)expression
E
)all of the above
A

C)
an attitude.
A

A
)verbal scale
D)
D)
Gender

E
)all of the above
known as:
consumer behavior.
Personal consumer
end user
Sales orientation
Market segmentation
positioning.
EXCEPT:
functional benefit.
motivation.
Your
Answer:
Innate needs
Correct
Answer:
Approach object
Your
Answer:
Physiological needs
Your
Answer:
Rational
Correct
Answer:
Henry Murray
Correct
Answer:
Need for power

Your
Answer:
personality.
Correct
Answer:
self-actualization
Your
Answer:
superego.
Correct
Answer:
Aggressive
Your
Answer:
EXCEPT:
Correct
Answer:
Correct
Answer:
Correct
Answer:
Verbalizers
Your
Answer:
Correct
Answer:
Actual self-image
Correct
Answer:

A) physiological
B) safety
C) belongingness
D) esteem

A) physiological
B) safety
C) belongingness
D) esteem
A) motivation
B) personality
C) emotion
D) perception
E) needs

A) motivation
B) personality
C) emotion
D) perception
E) needs

known as _____.
A) motivations
B) personality
C) emotions
D) perceptions
E) needs

response?
A) motive
B) personality
C) emotion
D) perception
E) feeling
A) motive
C) emotion
D) perception
E) feeling

A) personality
B) emotion
C) need
D) perception
E) feeling

into play.
E) all of the above
A) cognition
B) physiological
C) safety
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) security
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

a sense of meaning?
A) affective
B) preservation
C) growth
D) cognitive
A) Cognitive
B) Affective
E) Safety-oriented

A) Cognitive
B) Affective
D) Growth
E) Leveling

A) cognitive
B) affective
D) growth
E) advancement

motives?


A) for ego defense
B) for focus
C) for assertion

A) contrast theory

_____.
A) for modeling
B) for assertion
C) for consistency
D) to categorize
A) objectification
B) ego defense
C) expression
D) autonomy
E) assertion

A) affiliation
B) modeling
C) consistency
D) independence

A) expression
B) reinforcement
C) stimulation
D) affiliation
need of Karen's?
C) utilitarian need
new skills?
C) utilitarian need

A) ego-defense
B) affiliation
C) modeling
D) expression
E) cues
and attitudes?
A) causation
B) assertion
C) consistency
D) ego-defense

A) a modeling
B) a consistency
C) an affiliation
D) an assertion
B) affiliation
C) modeling
D) expression
A) categorization
B) consistency
C) autonomy
D) affiliation
E) modeling
A) modeling
B) independence
C) causation
D) ego-defense

A) a need
B) a want
C) demand
D) motivation
E) an attitude
A) manifest motives
B) latent motives
E) primary motives
motives.
A) latent
B) manifest
C) acceptable
D) primary
E) identifiable
A) manifest
B) hidden
C) secondary
D) latent
E) unacceptable
A) manifest
B) hidden
C) secondary
D) latent
E) social

motives?

A) story completion
B) picture response
C) analysis and use
D) word association
E) all of the above

A) analysis and use
D) story completion

research?
B) analysis and use
C) story completion
D) picture response
A) word association
B) analysis and use
C) picture response
D) story completion
research technique?
A) word association
B) story completion
C) picture response
D) analysis and use

known as _____.
A) laddering
B) probing
C) questioning
E) story completion

typology?
B) social shopping
D) idea shopping
E) all of the above
shopping motive?
B) social shopping
D) value shopping
E) role shopping

C) win-win
E) primary-primary

interesting?
A) involvement
B) need
C) want
D) desire
E) action
E) all of the above

situations.
A) Motivation
B) Emotion
C) Empathy
D) Personality
E) Involvement
personality?
A) extroversion
B) instability
C) reliability
Dolly?
A) extroversion
B) instability
C) agreeableness

A) introversion
B) instability
C) sulkiness
E) agreeableness
describes Erin?
A) extroversion
B) introversion
C) instability
D) agreeableness

D) agreeableness
E) introversion
A) stubbornness
C) sincerity
E) patriotism
A) cognition
B) affection
C) ethnocentrism
D) uniqueness
E) acceptance

_____.
D) extroversion
E) agreeableness

A) brand image
B) brand equity
C) brand leverage

A) ruggedness
B) excitement
C) sincerity
D) competence
E) all of the above

represent?
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness

brand personality?
B) user imagery
C) length of the ad
D) tone of the ad

personality?
B) user imagery
C) pace of the ad
D) media outlet
E) all of the above

E) all of the above

feeling?
A) emotion
B) affect
C) hedonic
D) cognition
E) valence

A) pleasure
B) arousal
C) dominance
D) feeling
A) faith
B) desire
C) joy
D) gratitude
E) serenity

emotion?
A) duty
B) distraction
C) guilt
D) shame
E) disgust

experiencing?
A) arousal
B) dominance
C) negative
D) uncontrollable
E) destructive



21.
CORRECT
22.

different brands
INCORRECT
consumer innovators
THE ANSWER
23.

INCORRECT
social self-image
THE ANSWER
24.

INCORRECT
ideal self-image
THE ANSWER
social self-image
25.

situations
CORRECT
multiple selves
market segmentation
Your
Answer:
Apostle
Correct
Answer:
Mercenary
Your
Answer:
customer retention.
Correct
Answer:
Correct
Answer:
Sociology
Correct
Answer:
Your
Answer:
Trial
Correct
Answer:
25.

INCORRECT
motivation
THE ANSWER
emotional motives
26.
CORRECT
generic goals
27.

a person will take
CORRECT
cognitive school
28.

INCORRECT
approach object
THE ANSWER
avoidance object
29.

INCORRECT
rational motives
THE ANSWER
motivation
30.
INCORRECT
defense mechanisms
THE ANSWER
21.
INCORRECT
positive motivation
THE ANSWER
rational motive
22.

CORRECT
power
23.

CORRECT
formation of goals
24.

INCORRECT
THE ANSWER
cognizance
exposition
INCORRECT
THE ANSWER
21.
INCORRECT
THE ANSWER
25.
22.

alternatives
INCORRECT
Drive
THE ANSWER
Inertia
23.
INCORRECT
THE ANSWER
24.

CORRECT

INCORRECT
Acculturation
THE ANSWER
Enculturation
21.
25.
these goals
INCORRECT
No answer given
THE ANSWER
Generic goals
22.
INCORRECT
No answer given
THE ANSWER
innate needs
23.
their attitudes.
INCORRECT
No answer given
THE ANSWER
Motivation
24.
1. Innate needs
2. Acquired needs
3. extrinsic
4. intrinsic
INCORRECT
No answer given
THE ANSWER
Needs
25.

INCORRECT
No answer given
THE ANSWER
Defense Machanisms
21.
INCORRECT
No answer given
THE ANSWER
22.

different brands
INCORRECT
No answer given
THE ANSWER
23.
INCORRECT
No answer given
THE ANSWER
24.

situations
INCORRECT
No answer given
THE ANSWER
multiple selves
INCORRECT
No answer given
THE ANSWER
ideal self-image
21.
INCORRECT
No answer given
THE ANSWER
25.
22.

INCORRECT
No answer given
THE ANSWER
23.

INCORRECT
No answer given
THE ANSWER
24.

INCORRECT
No answer given
THE ANSWER
Need for cognition
25.

measure this.

INCORRECT
No answer given
THE ANSWER
ethnocentrism
21.
INCORRECT
No answer given
THE ANSWER
Brand extension
22.

INCORRECT
No answer given
THE ANSWER
23.

INCORRECT
No answer given
THE ANSWER
24.
INCORRECT
No answer given
THE ANSWER
INCORRECT
No answer given
THE ANSWER
superordinate level
21.
INCORRECT
No answer given
THE ANSWER
Perceived Risk
25.
22.

INCORRECT
No answer given
THE ANSWER
Family life cycle
23.
INCORRECT
No answer given
THE ANSWER
Consumer Behavior
24.

INCORRECT
No answer given
THE ANSWER
Opinions Leaders
25.

INCORRECT
No answer given
THE ANSWER
Reference groups
2.Customer value is
________ shoppers
A)
destination
cash flow analysis
E
)
that response is
a motive
C)
attribution theory.
motivation
D)
modeling
B
)expression
E
)all of the above
A

C)
an attitude.
A

A
)verbal scale
D)
D)
Gender

E
)all of the above
known as:
consumer behavior.
Personal consumer
end user
Sales orientation
Market segmentation
positioning.
EXCEPT:
functional benefit.
motivation.
Your
Answer:
Innate needs
Correct
Answer:
Approach object
Your
Answer:
Physiological needs
Your
Answer:
Rational
Correct
Answer:
Henry Murray
Correct
Answer:
Need for power

Your
Answer:
personality.
Correct
Answer:
self-actualization
Your
Answer:
superego.
Correct
Answer:
Aggressive
Your
Answer:
EXCEPT:
Correct
Answer:
Correct
Answer:
Correct
Answer:
Verbalizers
Your
Answer:
Correct
Answer:
Actual self-image
Correct
Answer:

A) physiological
B) safety
C) belongingness
D) esteem

A) physiological
B) safety
C) belongingness
D) esteem
A) motivation
B) personality
C) emotion
D) perception
E) needs

A) motivation
B) personality
C) emotion
D) perception
E) needs

known as _____.
A) motivations
B) personality
C) emotions
D) perceptions
E) needs

response?
A) motive
B) personality
C) emotion
D) perception
E) feeling
A) motive
C) emotion
D) perception
E) feeling

A) personality
B) emotion
C) need
D) perception
E) feeling

into play.
E) all of the above
A) cognition
B) physiological
C) safety
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) security
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem
A) safety
C) physiological
D) belongingness
E) esteem

a sense of meaning?
A) affective
B) preservation
C) growth
D) cognitive
A) Cognitive
B) Affective
E) Safety-oriented

A) Cognitive
B) Affective
D) Growth
E) Leveling

A) cognitive
B) affective
D) growth
E) advancement

motives?


A) for ego defense
B) for focus
C) for assertion

A) contrast theory

_____.
A) for modeling
B) for assertion
C) for consistency
D) to categorize
A) objectification
B) ego defense
C) expression
D) autonomy
E) assertion

A) affiliation
B) modeling
C) consistency
D) independence

A) expression
B) reinforcement
C) stimulation
D) affiliation
need of Karen's?
C) utilitarian need
new skills?
C) utilitarian need

A) ego-defense
B) affiliation
C) modeling
D) expression
E) cues
and attitudes?
A) causation
B) assertion
C) consistency
D) ego-defense

A) a modeling
B) a consistency
C) an affiliation
D) an assertion
B) affiliation
C) modeling
D) expression
A) categorization
B) consistency
C) autonomy
D) affiliation
E) modeling
A) modeling
B) independence
C) causation
D) ego-defense

A) a need
B) a want
C) demand
D) motivation
E) an attitude
A) manifest motives
B) latent motives
E) primary motives
motives.
A) latent
B) manifest
C) acceptable
D) primary
E) identifiable
A) manifest
B) hidden
C) secondary
D) latent
E) unacceptable
A) manifest
B) hidden
C) secondary
D) latent
E) social

motives?

A) story completion
B) picture response
C) analysis and use
D) word association
E) all of the above

A) analysis and use
D) story completion

research?
B) analysis and use
C) story completion
D) picture response
A) word association
B) analysis and use
C) picture response
D) story completion
research technique?
A) word association
B) story completion
C) picture response
D) analysis and use

known as _____.
A) laddering
B) probing
C) questioning
E) story completion

typology?
B) social shopping
D) idea shopping
E) all of the above
shopping motive?
B) social shopping
D) value shopping
E) role shopping

C) win-win
E) primary-primary

interesting?
A) involvement
B) need
C) want
D) desire
E) action
E) all of the above

situations.
A) Motivation
B) Emotion
C) Empathy
D) Personality
E) Involvement
personality?
A) extroversion
B) instability
C) reliability
Dolly?
A) extroversion
B) instability
C) agreeableness

A) introversion
B) instability
C) sulkiness
E) agreeableness
describes Erin?
A) extroversion
B) introversion
C) instability
D) agreeableness

D) agreeableness
E) introversion
A) stubbornness
C) sincerity
E) patriotism
A) cognition
B) affection
C) ethnocentrism
D) uniqueness
E) acceptance

_____.
D) extroversion
E) agreeableness

A) brand image
B) brand equity
C) brand leverage

A) ruggedness
B) excitement
C) sincerity
D) competence
E) all of the above

represent?
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness
A) sincerity
B) excitement
C) competence
D) sophistication
E) ruggedness

brand personality?
B) user imagery
C) length of the ad
D) tone of the ad

personality?
B) user imagery
C) pace of the ad
D) media outlet
E) all of the above

E) all of the above

feeling?
A) emotion
B) affect
C) hedonic
D) cognition
E) valence

A) pleasure
B) arousal
C) dominance
D) feeling
A) faith
B) desire
C) joy
D) gratitude
E) serenity

emotion?
A) duty
B) distraction
C) guilt
D) shame
E) disgust

experiencing?
A) arousal
B) dominance
C) negative
D) uncontrollable
E) destructive



26.
CORRECT
27.

different brands
INCORRECT
consumer innovators
THE ANSWER
28.

INCORRECT
social self-image
THE ANSWER
29.

INCORRECT
ideal self-image
THE ANSWER
social self-image
30.

situations
CORRECT
multiple selves
market segmentation
Your
Answer:
Apostle
Correct
Answer:
Mercenary
Your
Answer:
customer retention.
Correct
Answer:
Correct
Answer:
Sociology
Correct
Answer:
Your
Answer:
Trial
Correct
Answer:
31.

INCORRECT
motivation
THE ANSWER
emotional motives
32.
CORRECT
generic goals
33.

a person will take
CORRECT
cognitive school
34.

INCORRECT
approach object
THE ANSWER
avoidance object
35.

INCORRECT
rational motives
THE ANSWER
motivation
36.
INCORRECT
defense mechanisms
THE ANSWER
26.
INCORRECT
positive motivation
THE ANSWER
rational motive
27.

CORRECT
power
28.

CORRECT
formation of goals
29.

INCORRECT
THE ANSWER
cognizance
exposition
INCORRECT
THE ANSWER
26.
INCORRECT
THE ANSWER
30.
27.

alternatives
INCORRECT
Drive
THE ANSWER
Inertia
28.
INCORRECT
THE ANSWER
29.

CORRECT

INCORRECT
Acculturation
THE ANSWER
Enculturation
26.
30.
these goals
INCORRECT
No answer given
THE ANSWER
Generic goals
27.
INCORRECT
No answer given
THE ANSWER
innate needs
28.
their attitudes.
INCORRECT
No answer given
THE ANSWER
Motivation
29.
1. Innate needs
2. Acquired needs
3. extrinsic
4. intrinsic
INCORRECT
No answer given
THE ANSWER
Needs
30.

INCORRECT
No answer given
THE ANSWER
Defense Machanisms
26.
INCORRECT
No answer given
THE ANSWER
27.

different brands
INCORRECT
No answer given
THE ANSWER
28.
INCORRECT
No answer given
THE ANSWER
29.

situations
INCORRECT
No answer given
THE ANSWER
multiple selves
INCORRECT
No answer given
THE ANSWER
ideal self-image
26.
INCORRECT
No answer given
THE ANSWER
30.
27.

INCORRECT
No answer given
THE ANSWER
28.

INCORRECT
No answer given
THE ANSWER
29.

INCORRECT
No answer given
THE ANSWER
Need for cognition
30.

measure this.

INCORRECT
No answer given
THE ANSWER
ethnocentrism
26.
INCORRECT
No answer given
THE ANSWER
Brand extension
27.

INCORRECT
No answer given
THE ANSWER
28.

INCORRECT
No answer given
THE ANSWER
29.
INCORRECT
No answer given
THE ANSWER
INCORRECT
No answer given
THE ANSWER
superordinate level
26.
INCORRECT
No answer given
THE ANSWER
Perceived Risk
30.
27.

INCORRECT
No answer given
THE ANSWER
Family life cycle
28.
INCORRECT
No answer given
THE ANSWER
Consumer Behavior
29.

INCORRECT
No answer given
THE ANSWER
Opinions Leaders
30.

INCORRECT
No answer given
THE ANSWER
Reference groups

Quizz

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Topics: Changes and Challenges in Consumer Behavior, Consumer Motivation and

An enduring organization of motivational, emotional, perceptual, and cognitive processes with

Marketers sometimes use a _____ to measure the affective attitude component.

elaboration likelihood model

Emotional ads may enhance persuasion by increasing _____.

Exploratory purchase behavior

Multiple Choice Questions

1. One factor motivating U.K. travelers is status. Which of Maslow's needs is

Answer: D Page: 364-365 Difficulty: hard

2. One factor motivating U.K. travelers is learning. Which of Maslow's needs

Answer: E Page: 364-365 Difficulty: hard

Answer: A Page: 364 Difficulty: moderate

4. Which of the following reflects the relatively stable behavioral tendencies

Answer: B Page: 364 Difficulty: moderate

5. Strong, relatively uncontrollable feelings that affect our behavior are

Answer: C Page: 364 Difficulty: moderate

6. Which construct represents an unobservable inner force that stimulates

Answer: A Page: 364 Difficulty: moderate

Answer: A Page: 364 Difficulty: moderate

8. Which term is often used interchangeably with the term motivation?

Answer: C Page: 364 Difficulty: moderate

9. Maslow's hierarchy of needs is based on which premise?

Answer: E Page: 364-365 Difficulty: easy

Answer: A Page: 365 Difficulty: moderate

Answer: C Page: 365 Difficulty: easy

Answer: C Page: 365 Difficulty: easy

13. Smoke detectors, preventive medicines, insurance, retirement

Answer: A Page: 365 Difficulty: easy

Answer: D Page: 365 Difficulty: easy

15. Which of Maslow's needs reflects individuals' desires for status,

Answer: E Page: 365 Difficulty: easy

Answer: B Page: 365 Difficulty: easy

Answer: B Page: 365 Difficulty: easy

18. In McGuire's classification of motives, which ones focus on the person's

Answer: D Page: 366 Difficulty: moderate

Answer: B Page: 366 Difficulty: moderate

20. ____ motives emphasize the individual as striving to maintain equilibrium.

Answer: C Page: 366 Difficulty: moderate

21. Which motives emphasize development?

Answer: D Page: 366 Difficulty: moderate

22. Which of the following is NOT used to classify McGuire's psychological

Answer: D Page: 366 Difficulty: moderate

23. Which of the following is a type of cognitive preservation motive?

Answer: C Page: 367 Difficulty: moderate

Answer: B Page: 367 Difficulty: moderate

25. The tendency of many consumers to discount claims made by sales

Answer: D Page: 367 Difficulty: moderate

26. The tendency of many consumers to discount claims made by sales

Answer: D Page: 367 Difficulty: moderate

27. A consumer's tendency to initially react to a new product as though it were

Answer: D Page: 367 Difficulty: moderate

Answer: C Page: 367 Difficulty: moderate

Answer: D Page: 367 Difficulty: moderate

Answer: D Page: 368 Difficulty: moderate

31. An advertisement theme of do your own thing is most likely to be based

Answer: D Page: 368 Difficulty: easy

32. A substantial amount of brand switching when the current brand is

Answer: C Page: 368 Difficulty: moderate

Answer: B Page: 369 Difficulty: hard

Answer: C Page: 369 Difficulty: moderate

Answer: C Page: 369-370 Difficulty: easy

36. A consumer who purchases a certain style of clothes to establish and

Answer: D Page: 370 Difficulty: moderate

Answer: E Page: 370 Difficulty: moderate